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Networking under uncertainty:concepts and research agenda

Ford, David and Mouzas, Stefanos (2010) Networking under uncertainty:concepts and research agenda. Industrial Marketing Management, 39 (6). pp. 956-961. ISSN 0019-8501

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    This paper has two aims: Firstly, to develop the interpretation of business management as a process of 'networking' between companies by relating networking to the concepts of managerial uncertainties and abilities. Secondly, to suggest some areas of potential research that arise from the view of management as networking under uncertainty. The paper builds on the Activities, Actors, Resources (ARA) structure (Håkansson & Snehota 1995) and the Model of Managing in Business Networks (Håkansson et al., 2009) and interprets business interaction as a problem-coping process that involves a set of choices for interacting actors within particular business relationships that are unique in time and space. The paper then relates these choices to the uncertainties and abilities of interacting counterparts.

    Item Type: Article
    Journal or Publication Title: Industrial Marketing Management
    Additional Information: This is the author’s version of a work that was accepted for publication in Industrial Marketing Management. Changes resulting from the publishing process, such as peer review, editing, corrections, structural formatting, and other quality control mechanisms may not be reflected in this document. Changes may have been made to this work since it was submitted for publication. A definitive version was subsequently published in Industrial Marketing Management, 39, 6, 2010 DOI: 10.1016/10.1016/j.indmarman.2010.06.015
    Uncontrolled Keywords: Interaction ; Networks ; Networking ; Uncertainties ; Abilities ; Coping
    Departments: Lancaster University Management School > Marketing
    ID Code: 45638
    Deposited By: ep_importer_pure
    Deposited On: 11 Jul 2011 19:35
    Refereed?: Yes
    Published?: Published
    Last Modified: 18 Nov 2015 10:26
    Identification Number:

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